Networking - Which Level Are You?

Networking can be mystifying at the best of times if you just don't 'get it'.  You attend functions where there seem to be a lot of people standing around, seemingly all talking at once, flashing business cards and writing things down.

Wonder what they are doing? Are they really getting anything out of it?

You  try networking, but you seem to be missing something, because there don't seem to be any results from it.  Maybe you just don't understand about the levels.

There are 3 levels of networking:

First Level – 2 people meet and can do business

Second Level - 2 people meet and know someone who needs the service and tell each other

Third Level – 2 people understand each other’s services and as they go about their day to day business, perhaps they see a building going up and stop and find out who the other person should talk to, and tell the other person.  

In the course of doing business with a company, you see a need your connections could solve, and suggest they could use the services of your connections, and make an introduction (i.e. via email).

Level 3 networking is where you really want to be in terms of skill and activity.  It's about relationships with your fellow networkers.

What does it take to be a successful networker?  Consistency, being front of mind, creativity and imagination, staying in touch, supporting those around you, attending events, presenting a consistent professional image, and giving, even if you don't get to start with.

So think about it and figure out how you can become a level 3 networker.

Should You Have More Than One?

Website, Facebook, Twitter, LinkedIn, Yahoo, Google, MSN etc.?

My answer would be a resounding YES!

The more Websites and Social Media Pages you have, the more you can take advantage of key search words for Search Engine Optimization.

If you have more than one business, you may want to present a totally different image for each site consistent with your branding and separate sites allows you to do that.

Different Market Segments may be interested in different areas of your business and when they are using a search engine, they use keywords particular to their area of interest.  You can only use so many keywords and metatags for each site, however, the more keywords you use and the more Geographic areas you list, the more likely your business will be found; multiple sites allow you to use more key words, increasing the likelihood of your business being found.

Multiple sites are a great way to showcase your values and personality which are becoming so much more important in making a decision to work with a professional.  It answers the question of “What are they really about and do I want to be associated with this company?”

Link the sites together to give a complete picture of you and your so searchers will completely explore the possibilities of your services and research has shown you will gain more business.

How Do You Know That?

I have been challenged many times in a conversation when I state what to me is a fact, with “How do you know that?”  The answer is simple “I read it” or “I saw it when I travelled to...”

I read voraciously.  I read books and not just for recreation, newspapers, magazines (More Magazine is a favourite), flyers, ads, tourist information, whatever I can get my hands on.  I spend time in the library scanning parts of the new books.  I am a regular at the nearby discount bookstore where the staff are so used to seeing me browse, they discuss the latest books with me.

I have found some really useful and interesting sites on the internet and download articles to save “in case I need them”.  I have articles saved on the computer, in a binder, and in a file to put in the binder, when I get a ‘round tuit’.

The point of this is to encourage you to read and to let you know there is a wealth of information available to help you with your business.  The most useful sites I have found include Entrepreneur.com which has some great “how to” information for your business.  I recently spent an afternoon browsing through Sbtv.com (Small Business TV) which has informative and helpful articles, and a menu of webcasts in a wide variety of business areas.  The websites of other groups and companies are also useful; check out Company of Women, Womenentrepreneur.com and Art of Marketing for some good business tips

There are many more helpful sites, and yes you may ‘borrow’ my articles!  Let me know how I can help.

Telephone Messages

Do you know who Richard Rice is? 

Neither do I! 

He left a message with a phone number on my cell phone on Friday evening (?) asking me to call him. 

He has a hint of an Irish accent, the soft kind with a bit of a lilt from around Dublin.

The problem is that the phone number does not exist.  I don't recognize it.  I can't find the number in any reverse number search.  I tried to Google him, and searched LinkedIn and FaceBook.  No Joy there either!

I think we have a lesson in phone message ettiquette.

If I knew what he wanted to talk to me about, or how he got my CELL Number, I might be able to track him down and return the call.

I can only hope that if it's important, he will call me back.

When you leave a phone message, please listen to the message upfront (have you even called the right phone number to begin with), speak clearly, leave an accurate return phone number and a brief message with the reason for the call - who are you and why you want me to call you back.

Of course, check the message on your phone systems and make sure people can hear who they have called (in case it`s a wrong number).

Whoooooooosssshhhhh

Did you hear that?
It's the sound of all the days of October just flying by.

The days were filled with:

• A visit to At The Office, in Woodstock - and reconnecting with business owners there.
• I attended 2 conferences about AODA - Accessibility for Ontarians with Disabilities Act.  Why?  One of the advantages of being a Marketing Person is being able to see the big picture, and work on many facets of a business.  I am flattered by being invited to partner with Beyond Rewards on a huge project: providing information sessions on the Integrated Standard (Employment, Transportation, Communication and Information).  Panel members include an Employment & Labour Lawyer and experts in Human Rights and Employment for persons with Disabilities.  This applies to ALL Businesses. Mark November 15th on your calendar and please visit www.beyondrewards.ca for more information.
• Of course November 10th is the Guelph Business to Business Network Meeting.  Special Exercise to help you plan for success in 2012. 
• There was Small Business Week
• Meetings with a number of interesting new people for coffee 

So, see you on the 10th and the 15th.

Finding Your Clients

It's an absolutely wonderful day today with a blue sky, sunshine and warm despite a sharp gusty wind.  I have just returned from my annual foray to feed my soul with local art in the Fergus Elora Studio Tour. 

I marvelled at just how well one of the artists has done since taking that leap of faith to create her own business, successfully grow it and be in demand.  She has managed to find her ideal clients and discover and fill their needs, making a good living from it.  There is a lesson here for all entrepreneurs.

"How do I sell my stuff?" is one of the usual questions. 

It doesn't matter what you are selling - art or heavy scientific equipment, the quest is the same.  You have to identify your ideal client, define their needs, determine how you can fill those needs (solve their problem) and go and find them so you can connect with them.  Communication has to be in the language of the customer, and you have to remember WIFM (What's in it for me?  Me being the customer).

What's in Art for me?  Tons - too much to define here - it feeds my soul, it makes me feel good and gives me the energy to help my clients!

Your Numbers

First of all let me say that I didn't realize how long it's been since I added a post!  Originally the intention was to post weekly.  I have been so busy that has gone by the wayside, however, in the spirit of monthly review and realigning intentions, back to the weekly post!
The Marketing Morning Workshop was a success thanks to the team of my fellow presenters Crista Renner and Ron Plasschaert, and Janice Moffat who was the detail person and timekeeper.  Time got away on us; with all the good intentions of providing a toolkit for participants to create their own marketing plan in the 2 hours allotted....  I offered a free hour of my time one on one to help with individual plans - 8 people have taken me up on it.
One of the things that came out of it was that people don't know their numbers!
What did you sell last year?  Divide by 12 for a monthly average.  Adjust for seasonal variations.  What does the curve look like on a graph by month? What do you need?  What are the ratios between Suspects/Prospects/Clients?  What is your closing ratio?  How do you find your Suspects?  If you don't know these numbers, how do you know how much work and what type you have to do to make a living?
There is a whole other discussion about ideal client and how to find them!!!!

Marketing Workbook
I prepared a detailed workbook with information, resources and exercises that when completed would be the basis of a marketing plan.  There are a number surplus to our needs, and they are available for $15 cash at the next B2B Meeting on September 29.  For a total of $50, you can book an hour of my time for a run thru and get a workbook.